Customer Value Analysis
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Managing Customer Value
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Author : Bradley Gale
language : en
Publisher: Simon and Schuster
Release Date : 2009-11-24
Managing Customer Value written by Bradley Gale and has been published by Simon and Schuster this book supported file pdf, txt, epub, kindle and other format this book has been release on 2009-11-24 with Business & Economics categories.
Even today with quality improvement the battle cry of American industry, the quality programs in most companies are limited to "conformance to technical standards," according to quality expert Bradley Gale. While some have ventured a step farther to measure customer satisfaction, few of them, Gale demonstrates, have attempted to track market-perceived "quality" -- how buyers select among competing suppliers, why orders are won or lost, and which competitors are succeeding in which market segments. Using cases including Milliken & Company; AT&T, United Van Lines, and Gillette, Gale shows how leading-edge companies have gone beyond the minimal achievements of conformance quality and customer satisfaction to focus on the third, higher stage, "market-perceived quality versus competitors" and aspire to an emerging fourth stage, "true strategic management." Drawing on his extensive research at AT&T, Johnson & Johnson, Parke-Davis, and other world-class companies, Gale provides new metrics for market-perceived quality that are straightforward and easy to interpret. His set of seven integrative tools for customer value analysis makes up the heart of the "war room wall" to help guide business-unit teams in their effort to outperform competitors in satisfying customers. The great value of these tools is that they are derived from a future-oriented strategic navigation system that tracks competitive information and market-perceived quality. Learning to master this system accelerates customer satisfaction from a slogan to a science and leads ultimately to true strategic management -- the fourth stage of Total Quality Management. The processes described in this book provide an insider's perspective on the criteria of the Baldrige Award. Bradley Gale's insights and innovative methods for defining, measuring, and improving market-perceived quality will create an entirely new thrust for the worldwide quality movement.
Customer Value Analysis
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Author : Bruno Busacca
language : en
Publisher: EGEA spa
Release Date : 2020-10-05T11:20:00+02:00
Customer Value Analysis written by Bruno Busacca and has been published by EGEA spa this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-10-05T11:20:00+02:00 with Business & Economics categories.
This book exemplifies - through a wide range of incidents and solved exercises – the application of consolidated theories, models and techniques to the analysis and measurement of potential market, market share and profitability; customer value; customer satisfaction; customer loyalty. In each chapter, the fundamental reference theory and technique are briefly described, and then applied to a set of real business and marketing problems.
Consumer Value
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Author : Morris Holbrook
language : en
Publisher: Routledge
Release Date : 2002-03-11
Consumer Value written by Morris Holbrook and has been published by Routledge this book supported file pdf, txt, epub, kindle and other format this book has been release on 2002-03-11 with Business & Economics categories.
As shoppers, what factors influence our decision to purchase an object or service? Why do we chose one product over another? How do we attribute value as part of the shopping experience? The theme of 'serving' the customer and customer satisfaction is central to every formulation of the marketing concept, yet few books attenpt to define and analyse exactly what it is that consumers want. In this provocative collection of essays, Morris Holbrook brings together a team of the top US and European scholars to discuss an issue of great importance to the study of marketing and consumer behaviour. This ground-breaking, interdisciplinary book provides an innovative framework for the study of consumer value which is used to critically examine the nature and type of value that consumers derive from the consumption experience - effiency, excellence, status, esteem, play, aesthetics, ethics, spirituality. Guaranteed to provoke debate and controversy, this is a courageous, individualistic and idiosyncratic book which should appeal to students of marketing, consumer behaviour, cultural studies and consumption studies.
Creating Customer Value Through Strategic Marketing Planning
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Author : Edwin J. Nijssen
language : en
Publisher: Springer Science & Business Media
Release Date : 2013-11-11
Creating Customer Value Through Strategic Marketing Planning written by Edwin J. Nijssen and has been published by Springer Science & Business Media this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013-11-11 with Business & Economics categories.
Creating and delivering superior customer value is essential for organizations operating in today's competitive environment. This applies to virtually any kind of organization. It requires a profound understanding of the value creation opportunities in the marketplace, choosing what unique value to create for which customers, and to deliver that value in an effective and efficient way. Strategic marketing management helps to execute this process successfully and to achieving sustainable competitive advantage in the market place. Creating Customer Value Through Strategic Marketing Planning discusses an approach that is both hands-on and embedded in marketing and strategy theory. This book is different from most other marketing strategy books because it combines brief discussions of the underlying theory with the presentation of a selection of useful strategic marketing tools. The structure of the book guides the reader through the process of writing a strategic marketing plan. Suggestions for using the tools help to apply them successfully. This book helps students of marketing strategy to understand strategic marketing planning at work and how to use specific tools. Furthermore, it provides managers with a practical framework and guidelines for making the necessary choices to create and sustain competitive advantage for their organizations.
Dominating Markets With Value Advances In Customer Value Management
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Author : R. Eric Reidenbach
language : en
Publisher: Rhumb Line
Release Date : 2002
Dominating Markets With Value Advances In Customer Value Management written by R. Eric Reidenbach and has been published by Rhumb Line this book supported file pdf, txt, epub, kindle and other format this book has been release on 2002 with Customer relations categories.
Superior Customer Value
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Author : Art Weinstein
language : en
Publisher: CRC Press
Release Date : 2012-02-24
Superior Customer Value written by Art Weinstein and has been published by CRC Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-02-24 with Business & Economics categories.
A customer-centric culture provides focus and direction for the organization, ensuring that exceptional value will be offered to customers — this, in turn, results in enhanced market performance. Unfortunately, caught up in the daily economic and competitive pressures of running complex and fast-changing businesses, managers may lose sight of customers’ desires. And, consequently, customer experiences often fall far short of expectations. Written by an expert with more than fifteen years of experience, Superior Customer Value: Strategies for Winning and Retaining Customers, Third Edition benchmarks the best companies and shows you what it truly means to create world-class value for customers. The book is a state-of-the-art guide to designing, implementing, and evaluating a customer value strategy in service, technology, and information-based organizations. It explores key marketing planning issues that emphasize relationship management strategies to keep customers happy. See What’s New in the Third Edition: New topics include: Business models Co-creation of value Corporate entrepreneurship Customer experience management Customer value metrics Net promoter score Image Innovation Social media Expanded coverage of: Customer relationship management E-business opportunities Written as an academic textbook for use in MBA programs, the book is highly readable, practical, and action-oriented, giving managers at all levels of experience guidance on how to improve marketing operations and create customer-centric organizations. It explains valuable tools such as customer value funnel, customer value assessment, service-quality-image-price (SQIP) analysis, and CRM models. Each chapter has a customer value insight checklist, action items, and informative figures and tables. This revised edition addresses current trends in value-adding business practice, from understanding how to drive a market and find new ventures to the rise in customer importance of the online arena and new models and metrics for customer loyalty and retention. Great companies amaze and delight customers — Superior Customer Value offers a strategic blueprint to learn from the market leaders and apply those lessons to your organization. Art Weinstein discusses the book in several videos on the CRC Press YouTube Channel.
Creating And Managing Superior Customer Value
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Author : Arch G. Woodside
language : en
Publisher: Emerald Group Publishing
Release Date : 2008-11-01
Creating And Managing Superior Customer Value written by Arch G. Woodside and has been published by Emerald Group Publishing this book supported file pdf, txt, epub, kindle and other format this book has been release on 2008-11-01 with Business & Economics categories.
Advances theory and offers tools for measuring value dimensions and strength. This work focuses on advancing value theory, research and strategy in business-to-business contexts. It is suitable for improving thinking, decisions, and actions relating to the creation, marketing, and purchasing of superior value in products and services.
Analyzing Customer Value Using Conjoint Analysis
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Author : Andrus Kotri
language : en
Publisher:
Release Date : 2008
Analyzing Customer Value Using Conjoint Analysis written by Andrus Kotri and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2008 with categories.
The fulfillment of customers' wishes in a profitable way requires that companies understand which aspects of their product and service are most valued by the customer. Conjoint analysis is considered to be one of the best methods for achieving this purpose. Conjoint analysis consists of generating and conducting specific experiments among customers with the purpose of modeling their purchasing decision. This article will give an overview of the method and apply it to an Estonian packaging company. As a result of the empirical study the author is able to estimate the value creation models of 34 respondents (customers) both on a group and individual basis.
Performance Based Strategy
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Author : Steve Fairbanks
language : en
Publisher: Emerald Group Publishing
Release Date : 2018-05-01
Performance Based Strategy written by Steve Fairbanks and has been published by Emerald Group Publishing this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-05-01 with Business & Economics categories.
Performance-Based Strategy offers a practical set of 21 simple, productive tools that will enable practitioners to develop effective strategies.
Creating Customer Value Through Strategic Marketing Planning
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Author : Edwin J. Nijssen
language : en
Publisher:
Release Date : 2014-01-15
Creating Customer Value Through Strategic Marketing Planning written by Edwin J. Nijssen and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-01-15 with categories.